1. Enclosure Product Line Training Webinar
May 15, 2009

2. Enclosure Offering Overview
What enclosures are we talking about?
Our current market space & a bit of history
Product Line Detail Review
Circuit Safe Nema Line
Circuit Safe JIC Line
Pushbutton Enclosures
Medium JIC Line
Customization and Capabilties
Himeline Enclosures
Value Propositions and Other Considerations

3. The Enclosure Business
From Wikipedia
“An electrical enclosure is a cabinet for electrical or electronic
equipment to mount switches, knobs, and displays and to
prevent electrical shock to equipment users and protect the
contents from the environment. The enclosure is the only
part of the equipment which is seen by users; in many cases
it is designed not only for its utilitarian requirements, but
also to be pleasing to the eye.”

4. The Enclosure Business
“Electrical Enclosures” in this context is not switch and outlet boxes. It is not junction boxes, access fittings, meter cans, or meter sockets.
We are talking about NEMA Rated, UL/C-UL listed products manufactured in either steel, aluminum, stainless steel, fiberglass, or polycarbonate. These are products with internal mounting features, options for doors, windows, latches and locks.
Our competitors are companies like Hoffman, Rittal, Stahlin/RobRoy, Allied Moulded, Vynckier, Hammond, Rose-Bopla, Adalet, and Fibox. Cooper and Hubbell also have extensive enclosure lines. They manufacture their metallic offerings and out-source their non-metallic offerings.
With the Carlon acquisition, TnB now has a footprint in the enclosure marketplace. Our niche is non-metallic enclosures, which accounts for about 10% of the enclosure marketplace ($100 million or so). We are not all things to all people, but we have a pretty nice offering that you can use to add top line and drive sales of the balance of the TnB catalog.
“Everybody uses enclosures”

5. Our Market Space
From it’s inception, Carlon/Lamson & Sessions led the “metal to non-metallic” conversion effort in the United States. Starting with plastic conduit, continuing to PVC fittings, elbows, and corrugated conduits, all the way to switch and outlet boxes, surface mounted raceways, floor and ceiling boxes, and finally electrical enclosures, Carlon brought the benefits of non-metallics to the electrical products industry.
So, the market space we are talking about now is non-metallic electrical enclosures. Our medium in our main lines is polycarbonate, injection-molded enclosures ranging from 6”x4”x4” through 30”x24”x12.” While we also have an offering that we source offshore, the Himel Line, which has a FRP component, our emphasis lies in our CircuitSafe NEMA, CircuitSafe JIC, Medium JIC, and Pushbutton Lines. These enclosures are predominately thermoplastic polycarbonates.
We will start by comparing polycarbonates to alternative market choices….

6. PC vs. FRP Polycarbonate FRP/SMC Lighter weight per size
More features can be molded in
Much higher impact resistance
Better cold weather performance
Better UV performance
Better water resistance
Easier machinability
Less cycle time, faster to make
FRP/SMC
Relative stiffness meets customer expectations
Ability to install windows similar to steel enclosures
Very high temperature capability
Very good chemical resistance, especially solvents and hydrocarbons
Mature designs with many offerings
Market familiarity

7. PC Pro’s and Con’s Advantages of PC Strength
One of the distinctive attributes of PC resin is its high impact strength. Many products can be made thinner and lighter due to the tremendous strength of polycarbonate resins.
Durability
Beyond impact resistance, PC excels when performance is measured in terms of heat, cold, water exposure, weather, ultra-violet light, corrosion resistance and flame resistance.
Appearance and Design Flexibility
PC resins allow the designer the ability to have access to unlimited color, dramatic surface textures, crystal-clear transparency and/or translucency to metal flake. Injection molding also allows the inclusion of many value-adding features in product design.
Relative Price Stability and Material Availability
PC resins are not manufactured in areas prone to hurricane damage. Pricing is not nearly as volatile as PVC or steel, for example

8. PC Pro’s and Con’s More Pro’s Relatively low specific gravity
A specific gravity of 1.2 vs. 1.7 for SMC, 2.6 for aluminum, and almost 8.0 for steel makes the PC products much lighter in weight for a given size.
Easy to Machine
Relatively thin walls ( ”) along with monolithic material makes the PC easy to drill, punch, and machine. No airborne fibers or splintering. You do have to have sharp tools, though, and the PC can “load up” as tools wear.
Recyclable/”Green”
While little of this is going on right now outside of the molding plant, PC can easily be ground up and re-used should this become a concern in the US as it is in Europe.
Weldable
Ultrasonic and penetration welding can add features without breaching the enclosure wall.

9. PC Pro’s and Con’s Disadvantages of PC Chemical Resistance
Typically, PC shows good resistance to water, diluted organic and inorganic acids, neutral and acid salts, and aliphatic and cyclic hydrocarbons. PC does not do well with alkalines, amines, ketones, esters and aromatic hydrocarbons. Standard products like WD40 cause failure, which is typically cracking around stress points and ultimate breakage at inserts.
Flexibility/”Racking”
Polycarbonate material has a relatively low stiffness, compared to other enclosure materials. While it may not break, it will bend. This “racking” in the open state tends to be unsettling for some. When the enclosures are closed they are quite stiff, but initial evaluations tend to be when the enclosures are open, leading to perception issues.
Vibration
Polycarbonate enclosures do not tend to do well in applications with constant vibration. This is especially evident at the termination points, such as screw bosses for panel and cover attachment.

10. PC Pro’s and Con’s More Cons Point Loading/Overtorquing
PC does not like to be stressed. This problem can be managed through design by adding shape and radius features as stress relievers. However, the torque requirements for proper device attachment and cover closure are very low (3-4 inch pounds) and often exceeded, leading to stress fractures.
Static Charge Build-Up
Standard polycarbonates tend to build static charge over time. If not properly grounded, components can be damaged under certain conditions. Static buildup is also evident by the gathering of dust on the enclosure. Black boxes in particular are prone to significant dust accumulation.

11. Non-Metallics vs. Steel/Metallics
Steel is maybe 90% of the market.
Any size, shape, or rating is available in steel (we don’t do Type 1 or 3R, for example)
The market knows and trusts steel enclosures.
But…
Non-metallics are lighter and less expensive to ship.
Non-metallics are easier to modify and machine.
Non-metallics are non-corrosive (no need to paint and maintain)
Non-metallics are non-conductive (safer)
Non-metallics perform equally in heat gain, but better under solar load.
The upshot is that the domestic use of non-metallics should be more like 30% of the market, not 10%. That’s about $200,000,000 in market share up for grabs.

12. A Bit of History
Since the beginning of the electrical age, enclosures, when used at all, were built in steel. As standards were developed and safety agencies like UL gained in prominence, the enclosure industry began to take shape.
During WWII, a company in Anoka, Minnesota built ammunition cases for the Army. After the war, they become Hoffman Enclosures. Their medium was, and still is to a great extent, steel enclosure fabrication.
After the war, in Europe, Vynckier began building enclosures in bakelite. These became the first non-metallics in the market. Non-metallics have the advantage of being non-corrosive and non-conductive (i.e. safer and won’t rust, like steel). More FRP companies started up. But FRP has problems, notably weathering problems as well as the release of airborne fibers when drilling holes.
In the 1980’s, Carlon pioneered engineered thermoplastic electrical enclosures with the JIC line. The NEMA line followed in the early 90’s. Engineered thermoplastics, such as polycarbonate solve many of the FRP problems while adding the virtues of better impact resistance, easier modification, and lighter weight.
Today, there are a few more participants in the non-metallic market. The Carlon line has been copied by most of the other participants.
The enclosure business in North America is at least a $1 Billion business, with no end to the need for equipment protection in sight.

13. Circuit Safe NEMA Line
“The Flagship of the Line”

14. NV10106 and NS644 NI664 Circuit Safe NEMA Line Product Line Scope
6”x4”x4” through 16”x14”x7”
11 fundamental sizes
UL-50 Type 4X/12, CSA Listed
Opaque and Clear Covers
NS/NV are Junction Boxes
NJ/NC are External Hinge Cabinets
NI/NH are Hidden Hinge Cabinets
Polycarbonate construction
NV10106 and NS644
NI664

15. Circuit Safe NEMA Line NJ12106 and NC644 Features and Benefits
Very High Impact (2X FRP)
Detachable Flange Mounting
Orient-able Flange Mounting
Subpanel Management Features
100% Non-Metallic Hinge
NJ12106 and NC644

16. Circuit Safe NEMA Line Features and Benefits
Detachable SS or NM Latching
Easy to remove/attach covers –
Covers and bases are available separately. This is another unique TnB feature
Clear or opaque covers
Flat covers and side walls – Allows easy attachment of fittings
Accepts Standard Panels
Easy to machine and modify

18. NC664
NJ1086

19. This shows the easy installation of our panel suspension kit
This shows the easy installation of our panel suspension kit. Using this kit, customers can install dead fronts, stack panels, and install swing panels. See part numbers NBPADJ12, NBPSWG, and NBPSWG2

20. This slide shows the easy installation of our stainless steel latching system, part numbers SSLS and SSLL. Latches slide on, eliminating the need for through-enclosure drilling. This system also makes it easy for our distributors to minimize inventory by eliminating the need to stock latched enclosure assemblies. This is a TnB unique feature.

21. Circuit Safe JIC Line
“Unique and Rugged”

22. Circuit Safe JIC Line Product Line Scope CJ863
6”x6”x4” through 16”x14”x7” (6 Sizes)
CS and CV are Junction Boxes
CJ and CC are Cabinets
Polycarbonate construction with foaming agent
CJ863

23. Circuit Safe JIC Line J1412W, J12106W, J1085W Features and Benefits
Heavy wall, durable look
Deep Cover
Accepts standard panels
Latching is optional
Clear and Opaque covers
Detachable mounting feet
UL-50 Type 4X/12/13
This is a unique product
Available with Windows
J1412W, J12106W, J1085W

24. Circuit Safe Pushbutton Enclosures
Standard 30.5mm and 22mm openings
Narrow Profile available with holes and as blanks
Narrow Profile molded in glass-filled nylon
“UL-Listed”

25. Circuit Safe Pushbutton Enclosures
30.5mm holes are molded in
Easy and fast assembly at the OEM or contractor
UL Type 4X
Molded in Clinton, Iowa
CP100N, CP200N. CP300N

26. Circuit Safe Pushbutton Enclosures/Blank
Use as small control boxes and pendants
Glass filled nylon construction
UL Type 4X
Molded in Clinton, Iowa
CP100NB, CP200NB, CP300NB

27. NEMA and JIC Accessories
SS Latches
NEMA Panel Mount Kits
JIC and NEMA Mounting Kits
Vents

28. Circuit Safe JIC Line C2016A4 “Medium-Sized” Hinged Cover Enclosures
Available in 9 sizes, ranging from 20”x16”x8” through 30”x24”x12”
Molded in Noryl – Good weatherability vs. FRP
All Hinged with removable covers
Unique product with lots of pull-through opportunity for TnB.
C2016A4

29. Circuit Safe JIC Line Latchable (optional) C2420A4
Windows are not an option
Detachable mounting feet are independently orientable
C2420A4

30. Circuit Safe JIC Line Features and Benefits Rugged, durable design
Non-metallic alternative to heavier steel cabinets
Lighter and easier to machine than FRP
Accepts standard mounting panels
Generally broader chemical resistance than PC (see Chem. Resistance Data)

31. Circuit Safe NEMA and JIC Line
Applications
OEM applications like septic, instrumentation, food service, RF communication systems, waste water, pumping
Some MRO business in JIC Line in industrial applications.
Manufacturing and Lead Times
Manufacturing is done at an outside resource in Cleveland, Ohio.
Theoretically, they can make them faster than we can sell them,
but typically available stock to 30 days.
Customization – What can we do?
Machining holes and cutouts, custom colors
All on a quoted basis
Custom Projects
Competition
Vynkier, Rittal, Saginaw, Allied Moulded, Stahlin, Hoffman, Weigman, Fibox, Hammond, others.
These are dedicated enclosure companies that understand their businesses very well.

32. TnB Enclosure Value Propositions
For the CircuitSafe NEMA and CircuitSafe JIC Enclosure Lines:
Hinge Design Supports Easy Attachment/Detachment
This is a unique feature, pretty much every one else sells complete enclosures using a stainless steel riveted on hinging system
Purchasing as components allows distributor inventory reduction*
Ease of cover installation supports more efficient manufacturing for OEM customers
In the case of field damage, covers are easily replaceable
Ours is a 100% non-metallic system…nothing to corrode
*NEMA Line only

33. TnB Enclosure Value Propositions
For the CircuitSafe NEMA and CircuitSafe JIC Enclosure Lines:
Standard Dimensions support OEM change
Enclosures meet JIC standards for subpanel mounting
Enclosure meet JIC standards for mounting screws
Our dimension selection is the same as our competitors….a 12x10x6 in the Hoffman line can pretty much be substituted with our 12x10x6 designs
Target Stainless Steel to PC conversions.

34. The Himeline
“Popular European Design”

35. Himeline HP Series Five sizes, 16”x13”x8” through 33”x25”x12”
Hinged Covers
Opaque with Clear Window Option
FRP Construction
UL-Type 4X/12
Many latching options
Hidden Hinges
Internal Hinged Door Option

36. Himeline HS Series 13 sizes, 10”x7”x7” through 28”x21”x9”
Hinged Covers or Screw Covers
Opaque or Clear Covers
FRP Construction
UL-Type 4X/12 Listed
Many latching options
External Hinges
Internal Mounting Features
IP 65 Rated

37. Himeline HLA and HLS Series
Single and Double Hinged Cover Enclosures with Latches
UL Type 4X*
IP 65*
FRP Construction
Sizes range from 20”x20”x12” through 50”x30”x17” (1 Door, 9 Sizes)
Two Door Sizes range from 30”x40”x12” through 50”x40”x17” (4 Sizes)
* Single door only

38. Himeline HLP Series and Pedestal
Single and Double Hinged Cover Enclosures with Latches
Electrical Distribution Cabinets
Not UL listed
IP 43 and IP 54 Versions
FRP Construction
Sizes range from 33”x18”x12” to 33”x31”x12” (1 Door, 3 Sizes)
Two Door 33”x44”x12” with choice of one or two locked doors
Can be mounted on pedestal or on a pad
Pedestals can be direct buried

39. The Enclosure Business
Purchase channel
Through Distribution 73%
Direct from Manufacturer 26%
Source: Control Engineering, Feb 2007
“While some of our competitors do sell direct, the majority of enclosure sales happen in our EWD Channel”

40. The Enclosure Business
What types of enclosures are purchased?
Off the Shelf 72%
Customized 27%
Source: Control Engineering, Feb 2007
We do have complete customization capability. Please contact us for details.

41. The Enclosure Business
Where are enclosures used?
30% OEM
19% Both OEM and In-Plant
51% In-Plant
Source: Control Engineering, Feb 2007

42. The Enclosure Business
What makes a good enclosure sales asset?
One with solid complimentary lines like Ty-Raps, Ty-Duct, Liquid-Tight Conduit and Fittings, Electrical Fittings, etc.
One with strong OEM relationships and specification capabilities.
One that understands that enclosures are not a commodity sale. They can take a lot of time to develop.
One that understands that enclosures are a commitment for both the customer and the manufacturer.
One that knows who the competition is, what the price points really are, and what our value proposition is.

43. The Enclosure Business
Everyone seems to agree that we are chasing a $1 billion market in North America alone.
The market is Hoffman, then everybody else.
Cooper and Hubbell participate in this market segment.
The need to protect components is not going away.
Shipping costs and the realities of geography tends to protect North American manufacturers from offshore competition.
The addition of these enclosure lines brings a new dimension to the TnB product offering. It gives you a reason to reach out to your customers, and gives you access to more sales opportunities for associated TnB products.
This is a competitive market. Our quoting and pricing has got to be competitive from the start to get design consideration. (Note: Pricing is all over the lot. We really need price direction at the quoting stage.)

44. The Enclosure Business
Call to Action:
Let’s use the addition of these product lines to go out and connect with our customers.
Let’s look for opportunities to sell our enclosures into our distribution channel. Elephant hunting is not really necessary, we need to build volume.
Look for stainless steel to polycarbonate opportunities.
We need to be sure to quote “close.” Please call me or Nichole if you have any questions or if something looks wrong.
We will not be all things for all customers. However, if you have an opportunity for a custom project of product line expansion, please call.

45. Thank you for your time and attention!
Todd Imbler
May 15, 2009